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Industrial Marketing Question Paper

Industrial Marketing 

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2009



KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2009/2010
FIRST SEMESTER EXAMINATION FOR THE DEGREE OF BACHELOR OF
COMMERCE

BBA 409:
INDUSTRIAL MARKETING

=================================================================
DATE: WEDNESDAY 23RD DECEMBER 2009
TIME: 4.30 P.M. – 6.30 P.M.

INSTRUCTIONS

Answer ANY (4) Four Questions.

Q.1
Products can be classified as either consumer or industrial as per the usage to which
they
are
put.
Discuss. (20
marks)

Q.2
What is a Decision making unit (DMU).

Giving examples explain the characteristics of a Decision Making unit (DMU).











(20 marks)

Q.3
Differentiate between marketing into a straight rebuy situation and New task

situation.








(20 marks)

Q.4
How do multiple buying influences and buying centres in organization .
Complicate
the
Task
of
Industrial
purchase?
(20
marks)

Q.5
Write short notes on
a)
Buy
grid (10
marks)
b)
Buy
phases
(10
marks)
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